Question

Prepare a report on order winning criteria described by Terry Hill

Answer 1

• The term order winning is coined by Terry Hill. He point of view is the criteria required in the market place is mainly of two types. those are order qualifiers and order winners. These critics are helps to lead competitive benefits and market success. He describes there should be a interaction between operation and marketing. Operation person is responsible for giving order winning and order qualifying criteria, which helps the product to win in the market place.
• An order winning criteria will win the customer purchase or bid, whereas order qualifier criteria of a service or product is required for the product to even be considered by the customer.Therefore the firm should provide the qualifiers in order to stay in the market.
• Order winner and qualifiers are both time specific an market specific.Both also works in different combination and different ways on different market place with variety of customers.
• There must be certain exercise need to be done before making the decision between order winning and order qualifier. suppose a organization is producing high quality product- here high quality is the order winning criteria, if the price required to produce such high quality product exceeds the fixed price level - here price level is order qualifying criteria, at last it will result in lost of sale.
• In general order winning criteria can be defined as , the factor which directly contributes in winning the business from consumer or customer. Theses are the major factors that contributes business growth. These are the key of success that makes customer to make their economic decision in buying particular product or service. By increasing the performance of the order winning factor a company can rapidly improve the profit of the organization in market.